Industry Competitiveness Assessment

Many business to business companies try to keep their sales and marketing strategy as general and broad as possible in order to reach as many prospective customers as they can. They fear that if they limit their market to a few segments they will miss out on potential revenue. We however have repeatedly seen evidence that it is the companies that focus on competing in only 3 or less verticals that have the highest win rates, shortest sales cycles, lowest costs of selling, highest revenue per customer and lowest customer churn rates. In order to be relevant, add value to your client’s business and sustain a long term competitive differentiation you must become an expert, gain efficiencies and know how to solve your client’s specific business problems better than they can. You can only succeed in doing that if you are repeatedly solving the problem over and over and over again. Take 7 minutes to answer the following questions and we will send you a quick assessment of how competitive you are in your target vertical at this point and provide you with recommendations as to how to be more competitive.

If you currently sell to more than one vertical industry, you may complete the assessment form multiple times, each time answering the questions with that particular industry in mind. You can then determine which industries you scored the highest or lowest in terms of industry competitiveness.

We know about this industry and understand their unique challenges better than our competitors do*

Yes
Somewhat
No

We have intellectual property, a customized product or unique services we have specifically developed to meet the needs of this specific industry. A competitor would have a significant challenge replicating or offering these due to the long learning curve, experience needed and investment required to do so.*

Yes
Some
No

We have several employees that have worked in this vertical industry prior to working with us and/or have years of industry specific domain knowledge and expertise.*

Yes
Some
No

We have concrete evidence that we have made a positive impact on companies in this specific vertical industry. We can demonstrate proof of our results in the form of specific quantifiable data, case studies, testimonials or quotes.*

Yes
Some
No

We have won awards in this industry, spoken at conferences or belong to and attend industry related events.*

Yes
Some
No

We have one or more dedicated sales or presales people focused on selling to this specific industry*

Yes
In the process
No

We have a 50% or higher close rate on deals that we engage in.*

Yes
Approaching
No

Through delivering our products and services we have gained unique industry workflow and process expertise and knowledge that others don’t have.*

Yes
Some
No

More than 30% of our clients are in this industry.*

Yes
Some
No

Our website and marketing materials speak to the unique pains this industry is experiencing and needs they have. We use industry language, terminology and images in all our marketing. For example, we have industry specific landing pages, blogs, powerpoint presentations, demonstrations and more.*

Yes
Somewhat
No

Final Comments

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Total

Who should we send your completed industry assessment report to?

First Name*

Last Name*

Email*

Company Name*

Website*

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